Step 2 – Building Rapport

Never get a 2nd chance to make a 1st impression
Don’t force rapport – superficial and insincere
Pay attention and listen, make eye contact
Show you are interested by asking questions
Be like them – NLP matching and mirroring
Reference states – visual, auditory, kinaesthetic
Speech patterns – speed, tone, towards/away
Empathise – try to put yourself in their situation so you can understand how they feel

Any important element of establishing rapport is meeting the buyer in their buying style. It’s your task to adjust to the buyer and not the other way around.

Read: DISC Personality Types

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